Zimbra Partner Sales Training

Zimbra Partner Sales

Training

August 11, 2009

Confidential to Zimbra Partners

Agenda

• Zimbra Update

• Qualification Criteria

• Selling Points

• Case Studies

• Competitive Summary

• Objection Handling

• Zimbra Process and Deal Flow

• Partner Portal and LATAM Channel Updates

Zimbra Update

Zimbra Overview

Zimbra v5.0: Advanced Messaging, Calendaring, Collaboration Zimbra Collaboration Suite: Email, calendar, contacts, tasks, docs Zimbra Archiving & Discovery: for retention/compliance Differentiation: full features via rich Ajax UI; cross-platform support; rich integration capabilities

(“Zimlets”); on-prem and hosted options; 30-40% lower-cost in general

Market Presence & Competition 60,000 customers and 45+ million mailboxes in 80+ countries 65% of business now done via Partners (vs. 33% in 2007 and 50% in ‘08) 3M+ downloads of Zimbra Desktop client; 25,000+ community members Competition: MS Exchange, Lotus Domino, Google, GroupWise, Communigate, Scalix, Open Source

Solutions Gartner Rating: ‘Positive’, May 2009, Email Systems Marketscope

Key Partners

Education

SMB & SME

Large Enterprises

Examples of Zimbra Commercial Customers

Service Providers

Sinclair Broadcasting

(Sprint LEC)

South Africa

Kuwait University

Examples of LATAM Customers

Argentina

ChileChile

ArgentinaArgentina

Brazil

VenezuelaPeruHonduras

Mexico

Chile Chile

Ecuador

Brazil - Oi Velox

Qualification Criteria

Zimbra Qualification Criteria

Key factors to consider when qualifying prospects:

Industry Segment Current Email Solution

Platform and Client Preferences Class of Service - COS

Industry Segment

Zimbra’s customers are in the following segments:

Government• Many government agencies are required by law to evaluate Open

Source Solutions• Often require cross platform solutionsBusiness• Enterprise customers are good targets because of their aggressive

efforts to reduce costs• Often require different features for each group of workers

Education• Wide range of end-user needs• Friendly to open source solutions

Service Providers• Prefer low cost and innovative email solution• APIs and platforms for customizations

Current Email Solution

A prospects’ current email solution is a good indicator of intent to switch:

Groupwise/Domino• Aging solutions, customers looking for innovative and cost-effective

options

Exchange 2003/2007• Might consider Zimbra due to lower TCO• Do not target Exchange 2007 installations as organizations have

already invested $$

Other Open Source Email Servers• Free or low cost solutions that require advanced features such as

mobility and archiving/discovery

Stand-alone or Non-integrated Email/Calendaring Environment• Organizations that have deployed, or plan to deploy, 3rd party

calendars with a different open source/commercial Email solutions

Platform & Client Preferences

Key things to consider when understanding organizations’ email requirements:

Platforms• Organizations using Linux (Red Hat, SuSE or Ubuntu) or Mac servers

are great prospects• For Windows/hybrid installations, focus on lower TCO, innovative

feature set and cross-platform support (Linux, Mac and Windows)

Desktop Client Support• Target organizations with multiple client requirements – Outlook,

Thunderbird, Mac Desktop

Browser Preference• Companies that support several browser types – Firefox, Safari, IE,

etc are likely to consider Zimbra

Mobile Solutions• Organizations with a mix of ActiveSync & Blackberry support are a

good fit

Class of Service - COS

Zimbra’s ability to offer varying “classes of service” for different users has been a strong selling point:

• Universities often segment their users into web-based users and desktop sync users (Thunderbird, Outlook, etc)

• Organizations might need different features for different user groups (contractors, boundary workers, students, faculty)

Selling Points

Business/Government

Segment Highlights

• Desire new functionality but resistant to change mostly due to migration challenges

• Typically pay high upgrade or maintenance cost from legacy email/collaboration solutions

• Mostly prefer on-premise deployment

Key Selling Points

• Highlight TCO benefits from deploying ZCS and the investment protection due to Open Source

• Focus on Web 2.0, Ajax based end-user and admin UI benefits, robustness, clustering and scalability

• Stress on the multiple-client support that provides secure access to all users on any platform from any place

• Discuss architectural flexibility of ZCS and web services framework by extending solution through mash-ups (Salesforce/CRM, VOIP, etc)

Education – Universities, Schools

Segment Highlights

• High affinity for open source solutions and extensibility

• Most schools have several solutions deployed across the campus and does not offer consistent user experience

• Needs state of the art features to excite students and faculty

• Rely a lot on references from other schools of equivalent size and email environment

Key Selling Points

• Highlight Zimbra’s 2M+ EDU mailboxes along with top reference customers

• Describe Zimbra’s flexibility and integration options through web-services based mash-up framework (Zimlets)

• Highlight collaboration features (sharing, documents, briefcase) that allows students and faculty to collaborate on class projects

• Focus on low TCO benefits and ability to easily deploy, manage and administer Zimbra solution

Service Providers

Segment Highlights

• Prefer innovative products that will help them compete with other low cost or free email providers

• Require reference customers with proven scale (100K+ mailboxes)

Key Selling Points

• Highlight reference customers such as Comcast or Frontier Communications

• Describe Zimbra’s flexibility and integration options through web-services based mash-up framework (Zimlets)

• Point out to Zimbra’s proven ability to scale

• Focus on Zimbra’s extensible framework that allows integration with 3rd party applications such as , Twitter, Facebook, photos, address books, VoIP, Advertising, etc

Delivering Zimbra Pitch

• Identify IT leads in the organization to discuss the Zimbra solution• Zimbra may be able to help with identifying the right person in the

organization

• Prepare/Customize Zimbra pitch appropriate for target segment• Zimbra partner portal has pitch decks for business, EDU and ISP

segments, plus a Spanish Language Sales Presentation/Webinar

• Develop responses for common objection handling scenarios

• Leverage Zimbra marketing, sales or technical resources as appropriate

• Deliver pitch in person or using web conferencing• A technical resource (from Zimbra or VAR) is recommended during

discussions

• Walk prospect through a life demo and point out key Zimbra value proposition for the target segment

Case Studies

Bechtel

• Prior Solution : Exchange

• Mailboxes migrated: 10,000

• Other Competing Solution(s): Exchange

Reasons for choosing Zimbra

Co-existence with other employees in the company that use Exchange – access to Global Address List and Calendar

Wanted capability to create a private cloud, providing cloud services to employees

Preferred a full fledged web client (email, calendar, contacts, collaboration) instead of supporting desktop clients

Low TCO benefits

Mobile options and Outlook compatibility

Bechtel is a global leader in engineering, construction, and project management. With a diverse portfolio of services, Bechtel has over 20K full-time employees and 10K contractors worldwide.

Comcast

• Prior Solution : AT&T Messaging

• Mailboxes migrated: 20 Million+

• Other Competing Solution(s): Openwave

Scalability, Rich AJAX and HTML client to meet varied user base needsSupport for all browser types – IE, Safari, Firefox and Chrome

Ability to re-brand and customize UI

Integration with 3rd part apps – VOIP, Ads, Photos, Addressbook, etc

Additional Insights

Took 18 months to complete the sales cycle

Wanted to move to on-prem solution from an outsourced email

Comcast is the largest provider of cable services - broadband cable, digital phone and content in US. They have more than 20 Million subscribers with more consumers signing up everyday

Stanford University

Extensible (mash-up) framework

Fully integrated calendaring suitable for campus-wide deployment and collaboration requirements

Cross-platform support including Mac, Linux and Windows

• Prior Solution: IMAP, Oracle Calendar (Faculty)

• Other Competing Solution(s): Google Apps, Exchange

Additional Insights

Implemented several Zimlets – Campus maps, Event feed, resource search

Successfully managed the Zimbra migration and deployment process

Positive partnership with Zimbra team – direct feedback and enhancement requests

Stanford University is one of world’s leading teaching and research institutions with over 50,000 students, faculty and staff

H&R Block

Web-only solution without need for supporting desktop clients

Low TCO, could afford providing email to all its boundary workers

Built-in and Cost-effective archiving option

• Prior Solution: Exchange + greenfield

• Other Competing Solution(s): Exchange

H&R block and its subsidiaries provide tax, retail banking, accounting and business consulting services and products

Additional Insights

Liked Zimbra’s web-based and cost effective solution for boundary workers

Exchange could not meet the TCO requirements for boundary workers

Purchased 13K mailboxes and then purchased more due to positive feedback

Needed a solution that could be deployed immediately

Complete Collaboration, calendaring and global address list

Server-side indexing of mailbox content, enabling fast and efficient search using the Zimbra Web interface. Easy to organize and find information

MAPI-based synchronization of mail, contacts and calendar data between Outlook and the Zimbra server

• Prior solution: Postfix

• Other competing solution:

MS Exchange

Additional Insights

Integration with ECM Alfresco

High availabilty using Red Hat Cluster Suite

Integration with Asterisks VoIP via Zimlet

Ministerio de Agricultura is the government agency that rules and administrate the agriculture in Perú

Ministerio de Agricultura - Perú

Lower TCO

Ability to run a regularly scheduled a process that moves older messages to a secondary storage volume

Ability to create and manage multiple mail domains within a single ZCS instance

• Prior solution: Postfix

• Mailboxes migrated: 850

• Other competing solution:

MS Exchange

Additional Insights

Integration with ECM Alfresco

Ability to use Active Directory for user authentication

Local support in Perú in Spanish via a Zimbra partner (SLA)

Ministerio de Vivienda is the government agency that rules and improve the standard of living for the peruvian citizens

Ministerio de Vivienda - Perú

Zimbra Competitive Summary

Zimbra vs. Exchange

Top reasons for switching to Zimbra from Exchange:

• Exchange is not cost-effective – 30/40% higher cost on an average, compared to Zimbra

• Exchange was created in 90s and does not have an easily scalable architecture

• Scaling requires further investment of resources from the customers

• Microsoft has its agenda to promote Windows only platform• No support for Mac or Linux operating systems

• Exchange only offers native synch with Outlook on PCs and Entourage on Mac

• Exchange is not extensible and cannot integrate easily with 3rd party products

• Exchange does not support open standards such as iCal or CALDAV

Zimbra vs. Google

To counter Google, focus on these weaknesses of Google Apps:

• Google Apps is SaaS-only service and does not work for most Businesses/Governments that prefer on-prem installations

• Google Apps is architected for consumer messaging and does not have several enterprise class features such as full fledged offline client, user folders, comprehensive Outlook support, etc

• While Google Apps provides an API for 3rd party integration, it does not have a web 2.0 mash-up framework (similar to Zimbra)

• Apps does not offer the level of admin control and flexibility offered by Zimbra through the admin web UI

• Highlight the instances in the last 2 years when Google Apps blacked out, leaving several users stranded for hours

Zimbra Vs Competition

Objection Handling

Objection Zimbra ResponseZimbra does not have an enterprise class Blackberry solution

Zimbra offers a BES connector that has been in the market for more than 2 years and can support about 250 Blackberry users per server

Zimbra’s Group Calendaring capabilities does not match Exchange’s calendar functionality

Zimbra, while providing all features of Exchange’s calendaring capability, also offers all the calendaring and delegation functionality from the web interface (as well as Zimbra Desktop). Exchange OWA has only 60% of Outlook’s functionality

We might lose out on key Outlook features by switching to Zimbra

Not really. Zimbra’s Outlook Connector supports over 95% of Outlook (2003 and 2007) functionality with Zimbra server

Zimbra does not have examples of large customer deployments with proven scale

We have several customers that have deployed 100s of thousands of mailboxes – Comcast (20M+), H&R Block (100k+), Kaplan University (150K +), etc

Other solutions have been in the market for longer time than Zimbra

While other solutions are more mature, Zimbra has a modern architecture that is both scalable and innovative allowing us to develop features more quickly

Google Apps and Hosted Exchange are free for schools. How can Zimbra compete with them?

By opting for a free product, schools lose out a richer feature set offered by Zimbra, including branding capabilities per domain, ability to keep your data confidential behind your firewall, ability to take control and build custom mash-ups for specific student’s needs, warranty uptime and hight availabity, etc. These were some of the reasons for Stanford University and UW, Milwaukee to choose Zimbra

over Google or Exchange Zimbra Open Source Edition has everything we need

First and foremost, Zimbra Open Source does not include any relationship or support from Zimbra, or official Zimbra Partners. Zimbra Network Edition is intended for Mission Critical installations that require High Availability, Support, Robust Back-up & Recovery. Open Source is not. Only Network Edition supports Clustering, HSM, Zimbra Backup & Recovery, Zimbra Mobile & Blackberry Support, ‘Outlook MAPI’/Mac Support, etc… .

Zimbra Process and Deal Flow

Deal Flow: Zimbra Generated Leads

• Zimbra Channel Manager receives leads from Zimbra website, emails from prospects etc. (most are not qualified)

• Leads go to experienced VARs (based on location and info provided)

• VAR qualifies and reports leads over 500 mailboxes to Zimbra, in monthly pipeline report (use template provided by Zimbra)

• VAR develops pricing proposal from Zimbra price sheets

- VAR verifies price with Channel Manager, prior to delivery to customer

- VAR requests additional assistance with deal, as needed

• To order Zimbra, VAR requests purchase agreement from Channel Manager

• Channel Manager issues license key and delivers it to the VAR along with purchase agreement

Deal Flow: VAR Generated Leads

• VAR receives lead from its marketing efforts

• VAR qualifies and reports leads over 500 mailboxes to Zimbra, in monthly pipeline report (use template provided by Zimbra)

• VAR develops pricing proposal from Zimbra price sheets

- VAR verifies price with Channel Manager, prior to delivery to customer

- - VAR requests additional assistance with deal, as needed

• To order Zimbra, VAR requests purchase agreement from Channel Manager

• Channel Manager issues license key and delivers it to the VAR along with purchase agreement

Partner Portal & LATAM Channel Updates

Partner Portal Access

Partner Program Information• Zimbra Partner Program for VARs• Zimbra Partner Program for HSPs• Getting Listed on Zimbra Partner Website

Marketing & product collateral • Zimbra Product collateral to target

enterprise, EDU or ISP• ZCS Product Architecture• Several Zimbra webinars• Competitive comparisons – Google,

Microsoft, etc

Pricing and Licensing Guidelines• Annual and perpetual licensing terms• Suggested prices for Enterprise, EDU,

Service Providers, etc

Zimbra LATAM Channel Update

LATAM Distribution partner plan slightly delayed, currently under development• VARs continue to place orders directly with Zimbra• Look for Distribution Plan announcement late Q3

Zimbra LATAM strategy is 99% through VARS• 1% Working through Yahoo! Bus Dev / Online Orders

Updated VAR Agreements – Please review and sign once received • New Silver and Gold Level designations, based on training,

investment, sales, and experience• No firm Quota commitments for Silver Level Partners• Silver and Gold Partners can register qualified deals over $15K,

for priority Zimbra Sales Support• Zimbra may ask partners to collaborate on some complex or

strategic opportunities

Zimbra LATAM Channel Update, Cont’d

Investing in VAR training and deal assistance:Webinars, in Spanish• Including Pre-Recorded Zimbra Presentation and Demo (ready

now!)https://www.meeting.corp.yahoo.com/p67784254/

• Requesting input from VARs for additional key subject Webinars• Zimbra team will help with custom Webinars for VARs that can

organize 10 or more prospects, or for Strategic Deals

Partner Portal Updates• LATAM Webinars• Spanish, Portuguese, and English Language materials

Zimbra Training• Partners have been selected to offer Zimbra Admin Training, in

Brazil and Chile. Evaluating others.• SE and Admin Training available for a FEE, for groups of 8 or

more• Sales Training available for FREE, via Webinars and by Zimbra

directly

Zimbra LATAM Channel Update, Cont’d

Zimbra News Letters

Looking for new LATAM Case Studies – receiving suggestions• Great opportunity to promote regional VARs

Deal Assistance for leads over 500 mailboxes ONLY

Zimbra Contacts

Juan Bocanegra: LATAM Engineering juan.bocanegra@zimbra.com, 408-464-4668

Randy Parker: LATAM Commercial randy.parker@zimbra.com, 415-595-5499

Scott Hawkyard: Channel scott.hawkyard@zimbra.com, 408-349-4424

TJ Lucia: Strategic Partners tj.lucia@zimbra.com, 408-349-3286

Questions?

Thank you!

Zimbra Partner Sales Training

Documents

Glasshat Partner Program - Partner Sales Collateral

Communication Partner Sales

Zimbra Connector for Microsoft Outlook - Email.it Instructions Connector for... · iv VMware Zimbra Collaboration Server Zimbra Connector for Microsoft Outlook User Guide 5 Zimbra

Partner Sales Junho 2011

Microsoft Project 2010: Partner Sales Opportunities

Partner Sales Aid

[SOLVED] Zimbra on DRBD - Zimbra __ Forums

Comptes UNIX et Windows dans Zimbra Zimbra LDAP et d'administration l'assurance-chômage - Zimbra __ Wiki

Manual Zimbra

Agarwood for sales (partner products)

Partner Sales Presentation

Global Sales Partner Program

VMware Partner Profitability: Partner Rewards - · PDF fileRewards accredited sales and technical Partner reps for completing sales and training activities. ... • Promotional Rewards

SHAPING THE PERFECTION Sales partner concept Gembird sales partner is a company within company Gembird Europe BV Gembird sales partner

Partner Training: Sales skills

Zimbra Desktop Install Guideftp.inf.utfsm.cl/zimbra/Zimbra Desktop Install Guide 7.1.pdf · multi-user installation, run the installer as root. 1 6 . 7 VMware Zimbra Desktop Zimbra

NSa 2700 Sales and partner Training

Zimbra Collaboration Two-Factor Authenticationinfo.zimbra.com/hubfs/landing-pages/whitepapers/Zimbra_Two_Factor... · Protecting Your Zimbra Collaboration Environment Zimbra Collaboration

New Sales Partner Training

Zimbra Collaboration - Emibinemibin.com/pdf/Zimbra Collaboration Product Overview.pdf · Zimbra Collaboration Reduced Administration and Maintenance Zimbra has an easy-to-use Web-based